Colleen’s Blog

You no longer have an ideal buyer. You have to throw out the notion that there's a singular contact inside an organization who makes the buying decision.

Previously, we looked at how important it is to beware of talk traps. Now let's examine the first big step you must take to avoid those costly pitfalls that kill your time and sink deals: learn how to connect with all the right people in your buyer’s decision-making process.

I recently referred a friend to my insurance provider. Disappointingly, when she called the insurance provider, the receptionist provided wrong information and told my friend that no agents were available to further assist her because everyone was working from home.

Email prospecting: we're relying on it more and more during this new selling environment. However, unfortunately, the ratio of prospecting emails sent to responses are getting worse.

It’s not a coincidence that the word crisis—borrowed from the Ancient Greeks—meant “the turning point in a disease.” You are at a turning point this year against the literal backdrop of a global pandemic, as well as an ensuing lockdown, crashed markets, and racial divides.

A popular topic we've been examining with our clients recently is hybrid selling. What is hybrid selling?

Recently, a Canadian colleague of mine needed to travel out-of-country and wanted to purchase medical coverage for COVID-19. I happily referred her to my business insurance broker. But what happened next sure did not go the way either of us had expected.

Prospecting during these uncertain times has been a popular topic. This is because prospecting in person—whether at a networking event, an association meeting, or through old-fashioned door-knocking—is just not happening anymore.

Although it's crucial to be technically competent with video calls during these uncertain times, it’s also imperative that you don’t neglect the personal aspect of video calls. 

I have spent the last few months participating in a large number of video conferences. Sometimes, as many as six or seven video conferences a day because most of us are, indeed, now utilizing video.